Xerox Sr. Manager I, Indirect Channels - Area Director / Eastern Region in United States

Essential Functions:

  • Responsible for achieving sales results and year over year growth through team members and partners through a variety routes to market.

  • Frequently interact with subordinates, key major customers, channel partners and peer groups, and additional operating companies at various management levels.

  • Frequent travel will be necessary.


The scope of the ASD role includes responsibilities for revenue performance, partner relationships, managing value chain relationships and fiduciary accountability for key Xerox business processes. The role will include responsibility to expand the Xerox revenue reach beyond output hardware to one that includes software, workflow and Managed Print Service.

  • The Area Sales Director is accountable for developing a partner coverage strategy within the geography, taking into account all type of route to market and partner business focus i.e. solution design, network infrastructure, vertical market solutions, and implementing the appropriate coverage strategy for the territory that will ensure Xerox revenue and market share growth.

  • The Area Sales Director manages operational performance and assesses partner performance: identifies performance gaps and provides feedback and coaching to improve performance.

Primary Responsibilities:

Day to day management operations of Channel business managers in the territory

  • Ensure processes are put in place to regularly monitor progress and implement action plans to ensure achievement of objectives.

  • To establish and drive the overall direction for the Mid-Market East/West, plans for equipment and growth covering strategy, price and deployment to achieve specific sales revenue, profit and market penetration targets.

  • To drive the overall management of the Mid Market geography to ensure achievement of objectives. Ensuring the targets are appropriately focused on the growth strategy and key program implementation.

  • To establish a review framework (operational excellence) to monitor progress against these objectives.

  • To direct and guide marketing strategy/ activities to ensure they support the overall region plan and they directly impact upon the growth objectives.

  • Establish the overall direction and monitoring overall effectiveness of the territory

Qualifications Desired:

  • Minimum Bachelor's Degree Relevant university degree (e.g. Business Management)

  • Preferred Master's Degree Relevant post graduate degree (e.g. Business Management)

  • Experience in selling through and managing reseller/channel partners required, Previous management experience. Demonstrated success in major enterprise selling required.

  • Strong communication skills (both written and verbal) are mandatory.

  • Experience managing and coaching sales teams in both the major account and channel partner arenas is preferred. Track record of delivering positive results versus assigned sales goals is required. Demonstrated ability to build cooperative partnerships and alliances across operating companies, and channel partners required.

  • Manages collaboration and conflict by influencing key Xerox value chain partners across the XNA channel.

  • Demonstrated reliability in keeping up with reporting requirements a must. Success in selling and or managing staff in a solutions oriented services also preferred. Strong coaching and leadership skills required.

  • Accountable for all aspects of the area business including profit and revenue goals.

Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

Title: Sr. Manager I, Indirect Channels - Area Director / Eastern Region

Location: United States

Requisition ID: 18005431